- US and UK experience in a sales role.

- Understanding of the B2B sales process.

- Minimum 2 years as a sales manager service selling

- Excellent communication skills

Functional/ tech skills : 

- Strong knowledge of CRM like Zoho, MS Excel, Presentation

- Thorough working knowledge of customer journey and accountable for leads from inquiry to closure

- Working knowledge of RFI/RFP- s

- Good at proposal responses

- Prepare and deliver presentation and demo of services to customers/prospects Sales Operations management - Business development experience

- Hands on experience in leading and directing a team of sales and demand generation executives

- Strong in analysing and reporting trends - from inquires, customer calls

- Performance management including effective feedback skills

- Tracking, reporting sales numbers

- Presenting weekly performance dashboards

- Lead recruitment and training needs and efforts

- Administer performance reviews, appraisals and work closely with team to develop their career path

- Create an environment that fosters innovation, idea generation and encourages learning and growth

- Lead the team to meet weekly sales target

- Hold team accountable for the numbers daily and encourage performance

- Lead by example- participate in cold calling weekly and perform follow up with leads/companies assigned.

- Identify customer trends/pain points/tech needs and report those during weekly performance reviews.

- Prepare and maintain trend analysis week on week to enable to organisation to make decisions related to adding. modifying, enhancing services.

- Lead training of ISM's as per the organisations sales training guidelines. Continously contribute to the improvisation of training documents.

- Diligently participate in business development activities along with other key internal stakeholders

- Conduct monthly one on ones and report observations to the management

- Ensure proper sales process is followed by each team members - Timely and accurate CRM updates, Follow ups, Minutes of customer/other departmental meetings to list a few.

- Ensure teams/self participation in HR organised events.

-Deliver outcomes via the set KPI's - qualified opportunities - weekly, Top line revenues - monthly/quarterly - billed amount

- Lower attrition of high performing ISM's

- Accurate and timely reports - Performance report team & industry wise based on the frequency set. Industry trends/feedback/pain points report from customer calls, competitor analysis report.

- Report the details of companies who have released - RFI/RFP's -Monthly

- Early Warning System reporting and timely hiring and backfilling of ISM's, demand gen teams

- Conduct call audits and share documented feedback with ISM's

- Quality audit and report feedback to lead gen team and share performance report.

- Report any self/team challenges timely to the management

- Plan and manage team leaves and address concerns if any, bring it to management notice wherever necessary

- Perform period need analysis for ISM and conduct trainings on service offerings, sales skills.

Essential :

Unmet parameter can be compensated by some other Eg.

Qualification lack of which could be offset by longer years of experience

How have you lead a team and enabled them to grow?

Firm hold on the numbers. Lead vs. Lagging measures - how do you track the performance of your team on a regular basis? What is the periodicity? Tracking of the CRM to get info about the performance on a regular basis.

Reports via CRM

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